The Role of Lead-Generation Programs

  1. To build a bridge between the mind of prospects and the selling system
  2. The primary purpose is not to sell a product, but to generate a qualified lead
  3. The goal of each step in the selling system is to take the prospect to the next step — not to cut out steps
  4. The offers you make give the prospect an opportunity to say “Yes”; their affirmations give you permission to communicate with them again
  5. Properly created and staged offers help you know exactly where the prospect is in the selling system.